Monthly Archives: July 2012

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This is the (hopefully) long awaited fifth part in a ten part series of mini articles about persuasion and the mastering of the art. If you were unfortunate enough to miss the first article, you can find it here.

Over-Ask

For some strange reason, people feel a bit guilty when they have to refuse a request (most people anyways, like any good rule there are exceptions). So just in case you know you’re dealing with a tough client who tends to say no, instead of getting straight to the point and requesting what you want, you can request something else, so when that request is denied, then you offer your real request as a sort of option to the first. This gives the client the feeling that they have a freedom of choice, like the second option is an escape route.

This will leave them feeling relieved and of course you will end up getting what you were gunning for in the first place.

Remember if the second request is something they can comply with without worries, they will grab the chance.

P.S On the off chance that they accept the first request, please ensure that it is something that you can also work with to achieve the goals they are looking to hire you to achieve. Do not overshoot and under-deliver.

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This is the fourth part in a ten part series of mini articles about persuasion and the mastering of the art. If you were unfortunate enough to miss the first article, you can find it here.

Give First

This is something I’m definitely guilty of. Almost all my clients can tell you I’ve done some pro bono (always loved how that sounds) work for them at some point in time. But I’m not the focus here, you are, let’s get back on point.

Did you know, that persons are psychologically set up to return favours? We see this in our everyday life all along, we just never noticed. If you don’t believe me, next time you go out with friends, buy the first round of drinks and see what happens….

When you are pitching a proposal, if you can think of any ways you can pitch in a little extra for the client go right ahead and do that! Think of that initial good deed as an investment on which the interest to be paid would be you getting that project you are pitching for.

After you make this investment, if it is a good one, the client will in turn feel a force compelling them to do a good deed for you as well (in this case giving you that proposal. Genius!

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This is the third part in a ten part series of mini articles about persuasion and the mastering of the art. If you were unfortunate enough to miss the first article, you can find it here.

Stress Their Loss

Did you know that you are more easily persuaded by what you stand to lose than what you stand to gain? Me either, but after some careful analysis I’ve come to agree with that statement. If for example you are pitching a client, take note of when their ears perk up. It isn’t when you tell them of the immense gains they stand to make. No sir, it is when you mention potential losses, that’s when you get prospective and basically anybody’s attention.

Not saying that you should build your pitch solely on their losses because that would be pointless and counterintuitive. What you should instead do is to seek to base your pitch/argument on both the gains and losses the client stands to make if they decide to use your services or not.

Remember “We’re more persuaded by the thought of losing something than the thought of gaining,”.

That’s why offers, [regardless of how long the period of time allotted] are always said to be limited time offers.

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This is the second part in a ten part series of mini articles about persuasion and the mastering of the art. If you were unfortunate enough to miss the first article, you can find it here.

Help Them Imagine

If you want to really get your client’s attention paint a vivid image in their minds (you are creative so I know this should be easy). For example, when speaking to them don’t just say what you’ll do, you should help them to imagine the pleasure to be had if they go along with you, or the ‘pain’ they will experience for not heeding your kind words of wisdom. You are the creative consultant, show them why they came to you in the first place.

Remember you already did your research, so you are already aware of their needs and wants. You should have all the ammunition that you need to get them to play the game that you want them to play. Now all you need to do is to help them imagine.